You know selling and prospecting isn’t a numbers game.
If you’ve been told that it is and are believing that the more people you talk to the closer you’ll get to find the one that will say yes then you are just wasting your time.
Why should you talk to a bunch of people who Never will buy what you are selling our join your opportunity?
Think about this – if you are an EXCELLENT sales man and you have successfully sold Volkswagen as Company cars for a couple of years you won’t sell a car if you go to Toyota's HQ right?
You probably will be thrown out!
Yes, this is a bit exaggerated but the fact is most small business owners and network marketers do exactly that. They try to sell their products or opportunity to anyone that comes along instead of spending some time investing where to find the people that might be interested.
When connecting with prospects there is nothing more important than knowing what to say and who to say it to.
You need to know the right words to impact your prospects emotionally and connect with what they are looking for.
List out your potential target markets – markets that are interested in what you have to offer, then pick one, and do a little research.
Let’s first talk about a potential target market that I like to call “cubicle slaves.”
These are people who work at a corporate job that they hate, but are well compensated for.
Maybe they’re programmers, or accountants, or even lawyers.
It’s a white collar job, and they’re paid decently, but they hate their life…
· They hate their work
· They’re not fulfilled
· They feel like there’s something greater in store for them
That’s the cubicle slave market.
Why would I want to target those people?
Because they have money to invest in an opportunity or something that could dramatically change their lives.
Then you need to list all the pains and struggles a cubicle slave deals with that you can come up with it could be:
- They hate their job
- They hate their boss
- They’re bored at work
- They’re unfulfilled at work
- They hate commuting in traffic
- They work too many hours (with or without more pay)
- They don’t have enough time with family (tied into their work hours)
- High stress levels
- No time freedom
Write down everything you can think of that fits for your target market.
After you have done that you’re going to write out what these people want to achieve in their lives.
In the case of cubicle slaves, it would be:
- Time freedom—set their own hours
- More time with family
- Short commute or no commute—being able to work from home
- Job fulfillment—making an impact
- Financial freedom—more money
- Time for vacations and travel
- Less stress
Take your time! This is very important so don’t skip over it.
When you choose the language to talk to your target market, remember that your language is likely different from theirs.
Your goal is to connect with them, so it’s important that you don’t use any words they won’t connect with and understand.
In your copy and your content, you want to make sure that you use the language they’re accustomed to.
So ask yourself…
What are some words this target market would use on a day-to-day basis?
For example, here’s the language a cubicle slave would use to describe their work environment…
- Time Sheets
- Clocking in
- Working weekends
These are words that cubicle slaves use to talk to each other, right?
Once you’ve figured all of this out it's dramatically easier to create winning ads, content, sales presentations, etc., etc.
As you’re creating content, one formula you can use for writing a title or a headline is using the pains and desires of your target market in a sentence.
“How to ________ without _________”
You’re going to see this headline formula used often.
It’s how to get what you want—the desired outcomes from third column—without the pains of column two.
You are literally filling in the blank from the columns to build your headlines.
How to + (something from the desire column) + without + (something from the pain column)
This is so effective because when you’re communicating with people, in a nutshell, you want to say:
I can teach you how to get the desired outcome you want without having to deal with all the things you hate.
BTW, to use this new found knowledge to build an automated selling and prospecting system to attract your own highly interested prospects to your product or opportunity online, click here to gain access to a FREE 10-Day Online Recruiting Bootcamp!
Let’s move on to a different target market so the idea becomes clearer.
Let’s say you’ve recruited some cubicle slaves to your network marketing business because you’ve appealed to them based on their pains and desires as cubicle slaves, using their own language.
Now they’re network marketers, so they are a different market with different pains and struggles, and different desires.
When you’re talking to network marketers, don’t use words like “online marketing,” “Internet marketing,” “affiliate marketing,” or “commissions,” because they have no idea what those terms mean.
That language is for Internet marketers!
There’s a big difference, so let’s dive in.
Target market: network marketers
How do you speak to network marketers?
From the top…
First, you’ve defined them as your target market.
Second, what are the pains and struggles that they deal with?
- Fear of rejection
- Fear of prospecting people
- Running out of warm market contacts
- Calling leads
- Doing follow-ups
- Home Meetings
- Hotel Meetings
- Wasting gas driving to and from meetings (with prospects that might or might not show up)
- Wasting Money
- Lack of prospects and people to talk to
- Not making enough money
Third, what are their desired outcomes?
- More prospects
- Recruiting more people
- Growing a downline
- Growing a residual income
- Making an impact
- Helping people
There are more, but those are some of the examples of the desired outcomes for network marketers.
Fourth, what language should you use with them?
Remember that the language changes based on where that person is and what they want.
Network marketers talk about and care about…
- Rank advancement
- Growing their team
Example headlines for network marketers
Now, in your copy, note that you should do it without mentioning the words “network marketing” or “MLM,” because those words can get you in trouble with advertising platforms.
Instead tell them…
“How to get prospects without fear of rejection”
“How to find prospects and leads for your business without harassing friends and family”
You’re insinuating that you’re talking about network marketing, because network marketers speak to each other in a certain way, using certain language, but you’re not saying “MLM” directly.
That’s how you want to write and build your headlines and content.
Always use terms that they’re familiar with, and avoid jargon or technical terms they’re not familiar with.
A final target market so this will be very clear to you
Target market: Internet marketers
So let’s say now you’ve joined Elite Marketing Pro, you want to grow your business online, and as a result, you’re no longer just a network marketer, you’re now an Internet marketer as well.
You’ve moved into a different niche because you’re in the process of learning new skill sets.
So what are the pains and struggles of being an Internet marketer?
- Being afraid to build a website
- Having no traffic / leads / sales
- Having ads that aren’t working effectively
- Having a funnel that’s not converting
See how the pains and struggles related to the Internet marketing space are very different from those of a network marketer or a cubicle slave?
Realize that you could be talking to the exact same person, at different points in time.
What’s your desired outcome as an Internet marketer?
- Getting traffic
- Capturing leads
- Building a big list
- Capturing leads
- Having a converting Sales funnel
- Earning more comissions
See how the things you care about now have changed because you’ve moved into a different market, because now you’re choosing to build your business in this way?
What’s the right language to use for Internet marketers?
Well, you’ll talk about…
- Capture pages
- Sales letters
- Sales videos
Don’t mix the languages and terms of different target markets
You always want to use words and language your target market understands and avoid words they may not. Don’t just assume your prospects know the things you know.
Chances are you’re savvier than you think.
And you’ll be talking over your market’s head if you’re not careful.
So make sure you always use this exercise to identify WHO you’re speaking to and HOW to speak to them whenever you’re communicating with your target market.
It is a method of leveraging platforms like Google, Facebook, YouTube, and Twitter to connect exclusively with the target market that’s most likely to respond to your offer…
…thereby saving your advertising dollars (and a lot of heartache) marketing to people who will NEVER become your customer.
Your pre-filter ensures you achieve a “message to market match” and will, for example, filter out all the people who are kosher…if you’re in the business of selling bacon. 😉
Discover more about how this works in day 2 of the 100% free 10-day Internet recruiting bootcamp.
Plus, We also reveal the strategies my mentor use to generate 300-500 leads per day, 30-50 customers per day, and recruit 70-100 serious biz-builders into his business each month!